Product Specialist: CI Global Grade 11

1 week ago


Kempton Park, Gauteng, South Africa Barloworld Equipment Full time
Job Title: Product Specialist: CI Global Grade 11

Job Summary:

We are seeking a highly skilled Product Specialist to join our team at Barloworld Equipment. As a Product Specialist, you will be responsible for providing specialist advice on customer rebuilds and repair requirements, building and sustaining excellent customer relationships, and identifying opportunities to increase turnover and gross profit percentage.

Key Responsibilities:

  • Provide specialist advice on all customer rebuilds and repair requirements
  • Build and sustain excellent customer relationships
  • Research market trends to anticipate regional and overall performance
  • Identify opportunities by region and initiate plans to convert key customers
  • Responsible for understanding customer needs and applying a consultative selling style
  • Maintain an accurate account database
  • Achieve applicable Key Performance Indicators
  • Lead and opportunity identification, qualification, development, and closure
  • Promote dealership services
  • Facilitate S&OP process, including Components forecasting, marketing intelligence, growth plan execution, Caterpillar and Barloworld Equipment Alignment
  • Effective self-management and performance ownership
  • Coordinate the support of implementation resources, service resources, and other sales and management resources as needed
  • Use a CRM system to log customer site visits, inspections, competitor visits, and opportunities
  • Analyse leads generated by OLGA and use them to build call plans and sales goals
  • Assist with quotes for parts, service, and equipment management solutions
  • Acquire and use dashboards on sales activity, POPS, Caterpillar indicators, customer surveys
  • Understand the full range of the dealership's product offerings and how they meet business and customer needs
  • Lead dealership strategic account planning process
  • Meet assigned targets for sales quota, profitable sales volume, and strategic objectives
  • Engage in training events to continually grow skills
  • Train aftersales and parts counter staff
  • Market current and new products to potential Southern African customers
  • Identify current and future parts and service opportunities
  • Negotiate special pricing on parts, marketing strategies, and after-sales incentive schemes with Caterpillar

Requirements:

  • Tertiary or Equivalent Qualification (Mechanical or Electrical)
  • Caterpillar certified earth-moving technician
  • Barloworld Equipment Leadership Development Course (MMDP)
  • Eight to Ten years' related business experience
  • PSSR Advanced Certification
  • High competence in Microsoft Office
  • SAP and CRM

Competencies:

  • Customer Acquisition
  • Territory Planning (L2/3)
  • Lead and Opportunity Generation (L2/3)
  • Qualifying (L2/3)
  • Sales Execution: Consultative Selling (L2/3), Value Selling (L2/3), Negotiation (L2/3), Closing (L2/3)
  • Lead and Opportunity Management (L2/3)
  • Customer Retention: Account Development (L2/3), Customer Care and Relationship Development (L2/3), Communication (L2/3)
  • Administrative: Time Management (L2/3), Systems Proficiency (L2/3)
  • Personal Development: Continuous Learning (L2/3), Product and Solution Understanding (L2/3), Industry Understanding (L2/3), Business and Financial Understanding (L2/3)


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